Speaker Bios
Michael Albrecht
NAM Practice Director, Global Consulting Services
Macrovision Corporation
Michael Albrecht is Practice Director of Macrovision's Global Consulting Services team for North America. Michael has over 15 years of experience supporting the software industry with a focus on software strategy around licensing implementation and back-end operations.
Operational Transformation — Effecting Change within
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the Enterprise
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Mark Bishof
Executive Vice President and General Manager,
Software Business Unit
Macrovision Corporation
Mark Bishof, executive vice president of the Software Business Unit at Macrovision, is responsible for leading sales, services and engineering in the independent software providers and enterprise IT markets. Bishof was previously the executive vice president of sales and services worldwide for Macrovision.
Bishof is a software and management consulting industry veteran and brings a diverse background in selling and delivering enterprise integration and technology solutions for Global 2000 customers.
Prior to joining Macrovision, Bishof held executive positions at IBM, including vice president of worldwide industry solutions sales and vice president of worldwide sales for WebSphere Business Integration. Bishof was brought into IBM as part of the IBM acquisition of CrossWorlds Software, where he was senior vice president of global sales and services.
Prior to CrossWorlds, Bishof was a partner at Deloitte Consulting in the Global Telecommunications & Media practice. He has also worked as an associate with Booz-Allen Hamilton and as a consultant to Warburg Pincus in their Information Technology and Communications practice. Bishof serves on the Board of Directors for Solstice Software and holds a B.S. in Computer Science from the University of Maryland.
SoftSummit General Session
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Michael Buchheim
Executive Vice President and General Manager,
Distribution and Commerce
Macrovision Corporation
Michael Buchheim is responsible for the direction and development of Macrovision's Distribution and Commerce Business Unit, focusing on the digital distribution and managed content requirements for providers of digital goods, including games and information publishing. Previously, Buchheim was Macrovision's senior vice president of global services, and was responsible for worldwide professional services and support for the software product lines, including the RightAccess and RightCommerce solutions. He also oversaw systems engineering on a worldwide basis.
Prior to joining Macrovision, Buchheim served as vice president of research business development at Gartner, and the worldwide head of technology research at META Group prior to its acquisition by Gartner.
Buchheim entered into the consulting business at The Bennett Group International, where he held various positions leading up to senior vice president of sales and services, responsible for worldwide sales and professional services, executive consulting, corporate strategic direction, and new research offerings.
Buchheim also held various technical posts at Vangard Group of Investment Companies and Prudential Insurance Company. He studied Computer Science at Spring Garden College in Pennsylvania and holds ITIL certification.
Exploring the Opportunities and
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Challenges of SaaS Implementations
Marcellus Buchheit
CEO
WIBU-USA
Marcellus Buchheit is the President and CEO of WIBU-SYSTEMS USA Inc, a company specializing in software license management, anti-piracy technology, media/document protection and web-services access control. In 1989, while still a student at the University of Karlsruhe, he helped co-found WIBU-SYSTEMS, AG. He is also the current director of research and development for the parent company.
Marcellus developed an interest in personal computers at an early age. He developed his first computer and began writing his own programs at the age of 15 and has been fully engaged in this industry ever since.
From 1996 to 2004, Marcellus was an independent Microsoft Regional Director and MVP.
Marcellus has a monthly column "business & you" published in the ".Net Magazin", a well know German magazine. He is also the author of a book that has become a standard and is referred to as "The Bible" of Windows programming in Germany.
As a software designer, he has developed several obfuscation and anti-debugging schemas.
Marcellus was born in Germany and studied computer science at the University of Karlsruhe, obtaining his Dipl. Informatik degree (comparable to a Master of Science Degree in Computer Science) in 1989. Marcellus currently resides in Shoreline, Washington (a Seattle suburb).
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Joanne Correia
Managing Vice President,
Gartner
Joanne Correia is a managing vice president in Gartner, where she is the manager and lead analyst of Gartner's Software Industry research on software markets. Ms. Correia is a software professional with more than 25 years of experience in market analysis and marketing and sales management.
Prior to joining Gartner, Ms. Correia was the president and founder of Time To Market, Inc., a consulting company specializing in the development and management of competitive marketing strategies for software companies. During this period, she was also a contributing columnist for Software Developer and Publisher Magazine, Global Business Newsletter and Upgrade Magazine. Before that, she was the program manager for International Data Corporation (IDC) and a marketing executive for Digital Equipment and JetForm Corporations.
Gartner has both the supply side and demand side of research that allows me to offer excellent analysis on the software industry. Our analysts are top notch and very experienced; we can give practical advice to our clients because we've done it all before.
Steve Crawford
Vice President,
Jamcracker
Steve Crawford is Vice President for Jamcracker. He Has Held Executive, Marketing And Strategy Positions With Pkware, Verisign, Octel Communications And Lockheed Martin.
Mike Dager
CEO,
Arxan Technologies Inc.
Michael Dager joined Arxan as Chief Executive Officer in July 2006. Mr. Dager has over 22 years of experience in senior level positions at leading technology companies. He came to Arxan from Worksoft, a leading provider of automated enterprise testing solutions, where he served as CEO and Chairman of the Board. Prior to Worksoft, he was president and CEO of OSE Systems Inc.(ENEA.ST), growing the company from a startup in 1997 to the number two embedded operating system supplier in 2001 with a stock market valuation of over $1 billion. Before OSE Systems, Mr. Dager held senior sales management positions at Pure Software (RATL) for many years helping raise the market valuation of the company from start-up level to over $1 billion. During his tenure at Pure the company completed one of the most successful IPOs of 1995. The company was later acquired by Rational Software. He began his career at Texas Instruments in the semiconductor division after earning a degree in electrical engineering from the University of Michigan at Ann Arbor.
Software Piracy: How to Protect Your
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Software Assets
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Richard Davis
Managing Director,
Needham & Company
Richard Davis, Managing Director, Needham & Company Mr. Davis has over 22 years of research experience. He joined Needham & Co. as Managing Director in March 2000. His previous affiliations include Tucker Anthony, where he was a Managing Director and launched the firm's Internet enterprise software coverage. He was a Senior Vice President and Director of Research at Rauscher Pierce, where he established the firm's telecom coverage. He was the fifth partner and 20th employee at Wessels, Arnold & Henderson. He began his career in 1984 at Equitable Securities. He has an A.B. from Davidson College and an MBA from Vanderbilt University. He is fluent in Basic, COBOL, FORTRAN and APL.
Evolution or Extinction: Stormy Seas
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For Software
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Brian Duckering
Senior Director of Products and Alliances,
Appstream, Inc.
Brian is responsible for product design, development of the award-winning AppStream platform as well as the development of forthcoming AppStream products and services. He brings to AppStream over eighteen years of industry experience in developing and bringing to market innovative technologies in the areas of enterprise and small business management software. He is highly skilled at enhancing products and services with innovative usability and productivity features.
Prior to joining AppStream, Brian held senior level positions at both corporate and consumer-facing companies including Bradford Technologies and Intellicorp.
AppStream: Zero Recode SaaS Alternative
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John Frame
Director of Product Management,
Macrovision Corporation
John Frame is director of product management for the Software business unit at Macrovision Corporation. This role has John defining product direction and clarifying the value proposition for the FLEXnet product line. John joined Macrovision in February of 2007. Prior to joining Macrovision, John served 5 years with iPass Corporation in both the role of director of product management as well as director of program management. Before Macrovision, John spent 18 years in various roles with iPass, Calico Commerce, Lotus Development, cc:Mail and IBM helping those teams deliver market wining products and services.
Jim Geisman
President,
Software Pricing / MarketShare, Inc.
Jim Geisman is President of MarketShare, Inc. a pricing consultancy located in Wayland, Massachusetts. The firm helps its technology clients realize greater value from the products they sell and the people that sell them by doing value-driven pricing, communicating ROI value through value-based selling, and the strategic use of discounts. MarketShare has worked with clients from N. America, Europe and Japan since its start in 1982. The firm's website is www.softwarepricing.com.
In the past, Jim was the first Director of Marketing at Apollo Computer, the first successful workstation company. He also worked at the company that developed the ARPANET (the precursor to the Internet) and did the original network testing when there were four nodes.
He has also been Editor of Software Success, a newsletter for software company CEOs and a Member of the Executive Committee and Chair of the Start-Up Clinic at the MIT Enterprise Forum.
He is a current member of the Board of Advisors of the Professional Pricing Society.
Jim has degrees in electrical engineering and business.
How to Respond to SaaS Competition — Fast!
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Dan Griffith
EDA Software Asset Manager,
Freescale Semiconductor
Dan is EDA software asset manager at Freescale Semiconductor. This position includes leading Freescale's Comprehensive Software Asset Management team (CSAM) and being a core member of the Freescale EDA software contract negotiation team. CSAM is responsible for managing and distributing EDA software licenses to all Freescale design centers worldwide from central servers in the US. In 2005, Dan was the Grand winner of the Summit Award by Macrovision for excellence in software asset management. CSAM has 14 license servers located in Scottsdale and Tempe Arizona.
Dan has 15 years of experience in managing and supporting electronic licensing, as well as negotiating software license contracts for Motorola and Freescale. Prior to the formation of CSAM in June of 1998, Dan managed the EDA software licenses and the UNIX compute environment for Motorola's ASIC Division. He also worked at a test engineer for Motorola Government Electronics Group from 1978 to 1991.
Dan studied electrical engineering at the University of Toledo and holds a BS in Business Administration from the University of Phoenix. He resides in Scottsdale Arizona.
Keys To Negotiating Great Contracts With
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Software Suppliers
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Jeff Gustafson
Global Leader, Software Licensing and Compliance
EMC
Jeff Gustafson leads WW Software Licensing & Compliance for the EMC Software Group with EMC Corporation. He is experienced in the design, development, pricing, licensing, protection, distribution and go-to-market strategies for software assets and intellectual property. Jeff has a MBA from the University of Chicago Graduate School of Business, a MA from the University of Chicago Committee on International Relations, and a BA in International Relations from Beloit College.
John Harms
Manager, Licensing/Installation Software
Mentor Graphics Corporation
John Harms is the Engineering Manager for Mentor's Licensing/Installation Software group. The "Licensing Software" half of his team provides the licensing technology for Mentor Graphics products and business systems. John has a diverse background in software engineering, including mechanical CAD systems and circuit board routing software. He has managed Mentor's licensing technology since 2001.
Victor Hoisington
Sr. Project Manager,
Macrovision Corporation
Victor Hoisington is one of Macrovision's Global Consulting Service's Project Managers. He is a PMI certified PMP, and an ITIL Service Manager and has worked with FLEXnet Publisher and FLEXlm since 1989. He has over 20 years of experience in the IT industry and over 15 years experience in software development, software licensing and product and project management. Prior to Macrovision he has led the common licensing projects for companies and organizations like Auto-trol Technology, Cadence Design Systems, Synopsys and the U.S. Bureau of Land Management.
Matt Johnson
Partner and Managing Director,
Simon Kucher & Partners
Matt Johnson has worked in pricing for over 18 years and has over 14 years direct experience in the software industry as SVP, President and founder at multiple companies. Matt is Managing Director of SKP's Silicon Valley office in Mountain View, CA
Abhijit Joshi
Director Contract Compliance and eServices,
KPMG
Abhi is a Director with the Contract Compliance Services practice in the Silicon Valley office. Abhi has over 9 years experience working with Software Licensing and IT audit engagements. He manages compliance engagements for some of the largest KPMG clients in the Silicon Valley. He has successfully built partnerships with Software Compliance programs, assisting clients with improving compliance processes, developing KPIs for compliance programs, improving data interchange processes and other such initiatives. He has extensive expertise in business process re-engineering, IT risk management and IT auditing. His industry focus has been the Hi-tech software and Chemical & Oil and Gas sector. Abhi holds a degree in Chemical Engineering and a MBA in Management Information Systems and is also a Certified Information Systems Auditor (CISA).
Amy Konary
Director, Software Pricing and Licensing
IDC
Amy Mizoras Konary is a Program Director with IDC, focusing on software pricing, licensing, and delivery research. In this role, Ms. Konary is responsible for providing coverage of software as a service, volume license programs, evolving license models, and other trends impacting the business models of software vendors and their customers with market analysis, research, and consulting. In her coverage of software as a service, Ms. Konary has been instrumental in forecasting future market size and growth. She is currently using feedback modeling and simulation techniques to forecast technology markets and predict market shares and adoption rates. These methodologies are unique to IDC in the IT market research industry.
Since Joining IDC in 1998, Ms. Konary has received a number of honors and awards, including IDC Research Quality Awards in 2000, 2001, 2002, and 2004, as well as IDC's 2002 Analyst-of-the-Year. In 2005, Ms. Konary was honored with IDC's James Peacock award for research excellence, IDC's highest honor.
Ms. Konary has authored groundbreaking and award-winning research on supply chain exchange applications, personal and collaborative software as service market forecasts, and partnering strategies. Ms. Konary is a frequent speaker at high-level industry events and seminars, and is often quoted in the industry and business press.
Prior to focusing exclusively on software pricing, licensing, and delivery research, Ms. Konary contributed to the Product and Services Supply Chain research programs, where she provided coverage of topics such as retail, financial services, and insurance industry-specific applications.
Ms. Konary holds a B.A. from Lehigh University, where she majored in Science and Technical Writing and minored in Environmental Science.
Rajendra Kundapur
Sr. R&D Manager for Licensing Technologies
Synopsys
Rajendra Kundapur is the Sr. R&D Manager for Licensing Technologies at Synopsys. Rajendra and his team are responsible for license server software, product licensing APIs and backend license generation engine. Rajendra has worked in various fields related to Telemetry Data Analysis, Network Switching Protocols and has been involved in Licensing Technologies at Synopsys since 2000.
Ryan Lambert
Technical Architect,
Macrovision Corporation
Ryan Lambert has 12 years of software development experience and is currently the Technical Architect for FLEXnet Operations within the Global Consulting Services group at Macrovision. He has implemented GTL and FNO at customers in North America, Europe and Asia.
FLEXnet Operations: Best Practices
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Lee Levenson
CELUG Chairman,
Centralized Enterprise Licensing Users Group
I work for Micron Technologies in Pasadena, California. I am focused on engineering support for Micron's CMOS design computing infrastructure.
I have over 20 years of technical experience within the computer industry with an emphasis on supporting engineering resources. My prior employment was with Qualcomm, Adaptec, Sun Microsystems, Texas Instruments, Electronic Data Systems and Computervision.
CELUG Licensing Challenges
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Doug Levin
President and CEO,
Black Duck Software
Doug Levin founded Black Duck Software in 2002 and has been its Chief Executive Officer and President since its inception.
Bruce Lichorowic
Blue Fire Capital Partners
Bruce Lichorowic has spent the last 25 years successfully leading technology companies to profitability, market growth, and acquisitions. Prior to joining Incentive Technology Corp., Bruce was the Founder and Managing Director of Madison Lane LLC, a venture consulting firm that was responsible for raising over $200 million from venture and private equity firms.
Bruce's experience extends to both public and private companies. He has held executive positions at various companies, most noted include: Dynaptics Corporation (acquired by eBay), Raylan Corporation (acquire by AMP/Tyco), Best Internet Inc. (acquired by Verio/Earthlink), and Placeware Inc. (acquired by Microsoft). He has also held upper management positions with Xidex, Control Data Corporation, and started his career as a Brand Manager for Procter & Gamble.
Bruce holds a B.A. in Business Administration from the University of Dayton and has completed course work toward MBA from University of Minnesota.
Nilofer Merchant
CEO,
Rubicon Consulting
Nilofer Merchant is a consultant, writer, conference speaker and the CEO and founder of Rubicon Consulting, a strategy and marketing consultancy designed specifically for the needs of tech companies. She and her team of principals and staff have launched nearly 100 products, created five developer platforms, designed 18 channel vendor programs, run numerous user influencer marketing initiatives and defined more than 30 new markets.
By the time Rubicon was founded in 1999, Merchant had accrued 15+ years of operational experience in key leadership positions at technology firms such as Apple, Autodesk and GoLive (later acquired by Adobe). She uses her expertise to design industry-leading go-to-market programs, and has won awards from CRN, VAR Business and the Marketing Association in both marketing and channel development. Through her many successes (and even her losses), Nilofer has developed a multidisciplinary approach for assessing business situations clearly, applying critical wisdom, and defining a strategic direction.
Merchant and her team of consultants are trusted advisors to a wide range of Silicon Valley firms such as Adobe, Autodesk, Genesys, Handmark, Hitachi Data Systems, HP, Logitech, Symantec, VMWare and others. Merchant has been published in AdAge, Chief Marketer, MarketingProfs, The Pragmatic Marketer, RainToday, SandHill.com, WITI's Savvy Magazine and other publications.
She holds an MBA from Santa Clara University, a BS in Economics from University of San Francisco, and is a certified Instructor of Facilitative Leadership. Rubicon Consulting can be found on the Internet at www.rubiconconsulting.com. Ms. Merchant blogs at www.winmarkets.com.
Freemium Business Models
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Barbara Nelson
Instructor,
Pragmatic Marketing
Recognized thought-leader & frequent speaker on strategic product management. 21 years in software industry, now instructor for top-rated Pragmatic Marketing seminars including Practical Product Management, Requirements that Work & Pragmatic Roadmapping.
Richard Northing
Senior Vice President, Global Services
Macrovision Corporation
Richard Northing has 18 years experience in engineering, consulting and technology services with a special focus on SaaS, entitlement management and electronic software delivery. As SVP of Global Services at Macrovision, Richard is responsible for the successful deployment of Macrovision's software solutions to its world wide customer base. Before joining Macrovision, Richard spent 8 years at Intraware performing jobs ranging from VP of Services, SVP of Technology and Operations, and Chief Operating Officer. Prior to that position, he spent 10 years in consulting and information services at Accenture and EDS. Richard holds a Bachelor of Science Degree in Chemistry from the University of Liverpool (first class with honors), and a PhD in Electrochemistry from Oxford University in the UK.
Assured Customer Fulfillment
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Electronic Software Delivery
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Dick O'Connor
Incentive Technology Corp.
Dick O'Connor has over 25 years of experience in all aspects of corporate finance and operations. Prior to Incentive Technology Corp., Dick served as the Founder/Managing Director of IntelliCap LLC, a financial consulting firm for software companies. He also served as the Founder and CEO of ILM, a Professional Services Company specializing in the design and management of Customer Acquisition Programs. Clients included SAP, Adobe, Netscape, and BEA Systems.
Dick also held executive positions at Convergent Technologies, Inc. While at Convergent, he led an acquisition/roll up team that acquired 11 software companies for integration into Convergent Business Systems that was eventually acquired by Unisys in 1990. He also built Convergent Capital, which provided acquisition financing for the software companies. Prior to Convergent, Dick was CFO of Open Systems Software (acquired by Convergent Technologies).
Dick holds a B.A. in Business Administration/Accounting from St. Thomas University and a MBA from the University of Minnesota.
Colin O'Malley
Director of Strategic Business
TRUSTe
Colin is Director of Strategic Business for TRUSTe, a role that includes assessing emerging markets where consumer privacy is threatened, and the development and management of self regulatory programs to elevate corporate behavior. In 2005, Colin's team launched the Trusted Download Program, the first software standards program with the backing of industry leaders CNET, CA, AOL, Verizon, Microsoft, and the CDT. The program directs software distribution opportunities and advertising dollars to programs and affiliate networks that respect consumer choice. Colin has been a frequent public speaker on best practices in software, commercial email, and contemporary online advertising models. Colin has a B.S. in Economics and Human & Organizational Development from Vanderbilt University, and co-authored The Vocab Vitamins Vocabulary Booster.
Wendy Perilli
Director, SMB Product Marketing
VMWare
With over 16 years in marketing and sales, Wendy Perilli has broad experience in the high tech business. Prior to joining VMware, she was senior director of marketing at Akimbi Systems where she focused on channel and global marketing programs. During her five years at Mercury, where she was a director of marketing, Wendy managed teams and led a variety of initiatives across channel marketing, product management, and Americas marketing (campaign director for the region).? Wendy's background includes sales and marketing positions with companies such as IBM, 3Com, and Adaptec, as well as smaller startup organizations.? Her skill set spans sales, product management, corporate and campaign marketing, channel management, business development, as well as OEM, SI and ISV alliances marketing. Wendy holds a bachelor's degree in business and quantitative studies from San Jose State, and an MBA from Santa Clara University.
Henrik Rosendahl
CEO,
Thinstall
Mr. Rosendahl is a successful serial entrepreneur with extensive business development and sales experience. Mr. Rosendahl founded In2itive Technologies in 1992 which was successfully sold to SPSS in 1997. Mr. Rosendahl was also the former CEO of Interse A/S and former VP at IT Factory Inc. His most recent role was as EVP at PremiTech Inc, a market leader in end-user focused IT system performance management. Mr. Rosendahl has undertaken the MIT Sloan Marketing Program for High-Tech executives.
Next Generation Software Deployment
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Steven Russman
Executive Director,
The International Business Software Managers Assoc
Mr. Russman is the Executive Director of the IBSMA, an author of numerous articles and reports on software asset management and a frequent presenter at industry conferences and seminars.
Treb Ryan
CEO,
OpSource
Treb Ryan, a serial entrepreneur, has defined and created services organizations that improve the quality and reliability of the technology infrastructures businesses depend on for communications and commerce. He sold his last company for $1.4b.
Jan Samzelius
CEO and Founder,
Byteshield
Jan is one of the founders of ByteShield and has been its full-time leader for three years. He has been CEO of several startups in the past decade. He holds an important patent in the area of text processing and is the co-inventor of several of ByteShield's current patent applications. Jan has worked extensively in marketing, primarily as a consultant. Jan received his MBA from Harvard Business School.
Strong Software Anti-Piracy Solution — Know
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the Components Needed
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Chuck Schwerin
Senior Product Manager, Licensing Technologies
Pitney Bowes MapInfo
Chuck Schwerin, Senior Product Manager at Pitney Bowes MapInfo, relinquished traditional product ownership duties to drive worldwide implementation of licensing technology throughout the core product line. Prior to joining MapInfo he was chief cook and bottle washer at a start-up software firm, Environmental Data Systems, where he designed and marketed bleeding edge electronic medical records software as well as compliance software for the waste management industry.
So You Want License Activation?
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Manish K Sharma
Program Director,
Alcatel-Lucent
Manish K Sharma is currently leading a company wide software value chain transformation program. In this role, Manish is responsible to introduce required operational policies and practices and to build necessary infrastructure and tools to maximize the financial value obtained for ALU software products and services.
Prior to this role, Manish held various leadership positions in IT, supply chain and business operations, where his responsibilities spanned from developing software licensing and software supply chain strategies for the company, managing supplier relations, business continuity planning, and cost cutting exercises for business turnaround to building a global engineering infrastructure to facilitate coordinated product development across 3 continents.
Prior to joining Lucent, Manish worked in IT consulting industry as well as taught advance network technologies to IT professionals.
Manish holds a B.E. in Computer Engineering from the University of Rajasthan in India. He also serves on steering committee of Pratham's New York Chapter.
Software Licensing in Telecom Industry —
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An Analysis of Demand & Supply
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Lane Shelton
EVP and General Manager,
Softmart
Classically trained in philosophy and ancient languages, Lane Shelton has been studying trends in software licensing for over 10 years. He has held several positions in the industry ? from building a European division for a multi-billion dollar organization to creating a $150 million dollar revenue stream with the Fortune 50. He is currently the Executive Vice President and General Manager of Softmart Commercial Services, based in Downingtown Pennsylvania. A technology evangelist at heart, Lane's passion is helping companies use innovative new technology to solve business problems.
Securing IT Intelligence For Cost
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Saving Initiatives
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Michael Sippey
VP Product Management,
Six Apart
Michael Sippey is Vice President of Products for the Professional Division at Six Apart, Ltd., where he's responsible for product strategy and management for the TypePad and Movable Type blogging platforms.
Before joining Six Apart Michael was part of the founding management team at boutique email services agency Quris, where he led client engagements and helped design the technology platform used to serve the needs of clients at Charles Schwab, MBNA America, Discover Card and Blockbuster Video. Prior to Quris, Sippey was at Internet consulting firm Viant where he did strategy consulting and led client engagements. Prior to Viant, Sippey held a variety of product marketing and management roles at Advent Software in San Francisco.
Michael is a long time blogger, having helped pioneer the medium with his site "Stating the Obvious" which he started in 1995. Michael blogs today at sippey.typepad.com and michael.vox.com. He has his BA in English Literature from Colgate University and his MBA from UC Berkeley's Haas School of Business. He lives in Berkeley with his wife and their two beautiful daughters.
John Smith
Senior Consultant,
Macrovision Corporation
John Smith was an IT Project Manager in high-tech for 17 years prior to joining Macrovision last September. Between 1999 and 2006 he steered electronic licensing projects for semiconductor companies, managing their inventories of EDA tools and implementing license management methodologies. He lives in the South Bay area of San Francisco.
Show Software Who's Boss
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Sashi Subramanian
Architect, Licensing Technology Group
Cadence Design Systems, Inc.
Sashi and his team is responsible for providing a common licensing API that is used by all Cadence products and for the backend license generation engine which is part of License fulfillment process. Sashi has been involved with licensing for the past 11 years.
Cadence License Update
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Chris Swenson
Director, Software Industry Analysis,
The NPD Group
Christopher Swenson, director of software industry analysis for The NPD Group, has more than 15 years of experience in market research and strategic analysis. Prior to joining NPD, Swenson was director of market research and competitive intelligence at Macromedia. Previously, Swenson was appointed to senior positions at Adobe Systems, SGI, Ernst & Young, and Cadence Design Systems. A graduate of the University of California, Davis, Swenson did postgraduate work in National Security Studies at Georgetown University.
Phil Trudeau
Incentive Technology Corp
Phil Trudeau brings almost two decades of worldwide executive sales management and sales leadership experience. Throughout his career, Phil has successfully led large sales organizations resulting in substantial revenue growth. Before joining Incentive Technology Corp., Phil was Vice President of Worldwide Sales for Centive. Under his leadership the company acquired more than 60 new customers and grew the subscription base by more than 570%.
Prior to Centive, Phil was Vice President of Sales for Automatic Data Processing (ADP), one of the largest providers of transaction-processing and information-based business solutions. As a member of ADP's New England Region executive team, he was a twelve-time President's Club achiever.
Phil serves as an executive advisor to two New England area technology companies and as a career advisor for Bentley College. He Received a BS in Marketing from Bentley College.
Paul Valcheff
VP of Business Development,
Appstream, Inc.
Paul brings to AppStream more than 20 years experience in sales, marketing, and business development. He's held management positions with Fortune 500 companies and their spin-offs, as well as Internet and software start-ups.
Paul has senior leadership experience in industries as diverse as on-demand media management, email messaging management services, Internet digital asset management, and digital printing. He has worked for leader companies such as F?rdela, PurgoMail, Imagelock, Imaje, and Dover.
Paul has a B.S. in Engineering, with a Major in Industrial Engineering and a Minor in Economics from Pennsylvania State University.
Srini Venugopa
Group Product Manager Software Licensing & Protection Services
Microsoft
Srini Venugopa is responsible for partner relationships and sales for a new product line at Microsoft called Software Licensing & Protection Services, aimed at corporate customers and ISVs. Srini has over 15 years? work experience in the software industry ranging from software development, product management, business development and enabling customer & channel management.
Over the past 7 years at Microsoft, Srini has led several major Licensing and Anti-piracy programs for small, medium and large customers. Over the past several years, Srini has developed a special expertise in helping integrate newly acquired companies. Srini believes in delivering software, related licenses and consumption "on-demand" aka software as a service model. Prior to joining Microsoft, Srini worked at several different telcos including Siemens, Alcatel, Telstra and global companies GEC Alsthom and DEC in India, Australia, Ireland and USA.
Srini holds an MBA.
Software Licensing and Protection Services
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Francois Vorster
Senior Practice Manager,
Macrovision Corporation
Francois has supported and managed various full life cycle Front Office (CRM/Web Portal) and Back Office (ERP) implementation projects over the last 14 years. He has specialized in designing and integrating FLEXnet Operations with a variety of Front Office and Back Office systems over the last 7 years. He specialized in requirements; use case definitions, gap analysis, process flow mapping and design, database mapping and design, evaluating and configuring integration technologies, and designing and delivering end user training on the integrated solutions he has designed.
Francois is an experienced project manager and managed various FNO Implementation projects over the last 4 years, closely coordinating clients' teams and requirements with solutions designed by the Macrovision Global Consulting Services team working closely with Engineering and Product Management to ensure processes, issues, gaps and solutions are appropriately handled for both simple and complex integration projects.
Francois is currently managing the Global Consulting Services team for North America, working with his team of Project Managers and Consultants to scope, manage and deliver simple through complex implementations to small, medium and large Companies, leveraging his knowledge and experience gained over many years of implementing licensing solutions.
Licensing Implementation Methodology
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Cris Wendt
Principal Consultant
Macrovision Corporation
Cris Wendt is a Principal Consultant with focus on strategic business model issues relating to implementing electronic licensing, as well as the internal change management aspects of undertaking this business transformation. Cris brings extensive enterprise software licensing, pricing and entitlement management experience to Macrovision and focuses on defining and deploying software licensing and pricing models for domestic and international enterprise software vendors. Cris has worked with a broad range of technology vendors, enterprise software users and software publishers, and has deep operational experience.
Cris has developed deep experience in software pricing, licensing models and enforcement working as a strategy consultant working for Macrovision, BearingPoint (formerly KPMG Consulting), and as an independent consultant. Cris received his degree from the University of California, Berkeley with a Bachelor of Science, in Electrical Engineering & Computer Sciences.
Areas of Expertise:
- Software Licensing and Pricing Models
- Software Compliance Strategy Development
- Entitlement & License Architecture
- Business Modeling and Financial Analysis
- Business Process Modeling and Design
- Channel Distribution and Management
The Crisis in Entitlement Management
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Doug Wetzel
IntelliCap
Doug Wetzel is co-founder and Managing Partner of IntelliCap, LLC. Doug has developed Financial Value Selling Programs for SAP, Accenture, Adobe, and dozens of other software companies. Doug has trained over 2000 Account Executives and developed Business Cases for over 300 software acquisitions by Global 2000 customers.
Prior to IntelliCap, Mr. Wetzel was Chief Marketing Officer at Eisner Technology Services, SVP Sales for NeuVis Software, where he built from scratch the Sales, Operations, Alliances and Market Development organizations. NeuVis was acquired by Rational Software which is now part of IBM.
Prior to NeuVis Mr. Wetzel was founder and CEO of International Software Finance Corporation ("ISF") a Professional Services Company. He grew the company from $0 to $62MM in revenues. ISF was acquired by Provident Bank in 1999.
Prior to ISF he was VP Sales, Meridian Software Funding where he designed and managed on an outsourced basis, Sybase Financial Services.
Laurie Wilk
Moderator,
L. Wilk Associates
Founder of L.Wilk and Associates, Laurie Wilk brings over 20 years of value-based sales and marketing development to the team. Since 1997, Laurie has worked with a wide range of software startups and mid-sized companies and leading Fortune 1000 technology firms, including Cisco, SanDisk, Apple Computer, Seagate Technologies, Renesas Technologies, Nortel Networks, and Philips Semiconductors.
Laurie has built a highly successful business that has helped position companies from a commodity to a high value growth provider, transform technology products into solution packages that enable sales organizations to effectively drive revenue, and design value-based marketing initiatives that conform to the way that sales needs to sell on value (not price) to the strategic economic buyers of a customers organization.
Prior to L.Wilk and Associates, Laurie worked at Apple Computer where she spent a considerable amount of time developing and executing initiatives in the product development, marketing, sales, and support organizations.
Laurie graduated from the University of San Francisco with a masters degree in Organization Development and a bachelors degree in Organization Behavior.
ROI Conversation
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Elizabeth Williams
Pricing Director,
Macrovision Corporation
Elizabeth is the Pricing Director at Macrovision. She has several years' experience in the technology industry, including pricing, finance, marketing and international experience at Hewlett Packard and EMC.
Software Licensing Metrics: The Challenge
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in a Multicore Environment
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Laurie Wurster
Research Director,
Gartner
Ms. Wurster has 20 plus years of experience in the computer industry. In her previous position, Ms. Wurster was an associate director, focused on e-business, in the Technology Marketplace area of Gartner Consulting. Prior to joining Gartner, Ms. Wurster was an independent e-business consultant working with small and midsize companies to determine Internet strategies for marketing, e-commerce, electronic software delivery, and online customer support. During this period, she was also a contributing writer to Software Developer and Publisher Magazine. Further in the past, she was the program manager for worldwide online information systems and expertise locaters for Digital Equipment Corporation and Shiva Corporation.
Years of Experience
- 7 years with Gartner
- 24 years in IT industry
Professional Background
- Gartner, Research Director, 4 years
- GartnerConsulting, Associate Director, 3 years
- Wurster Consulting Group, Owner/Operator, 3 years
- Shiva Corporation, Information Officer, 3 years
- Digital Equipment Corporation, Program Director, 8 years
Education
- B.S., Communications, Central Connecticut University
- M.Ed., Communications, Bloomsburg University, Pennsylvania
- Graduate certificate in technical writing, Northeastern University, Boston
- Executive M.B.A., Northeastern University, Boston
Mark Yolton
Vice President, Community Network,
SAP
As VP of Community Network, Mark Yolton leads the SAP Developer Network and Business Process Expert Communities, of which he is charged with strengthening in order to deepen and accelerate adoption of the SAP platform, products, and services.
Opening Platforms for Innovative Solutions:
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Collaborative Communities of Innovation Fuel
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Business Network Transformation